In Part 1 of this two-part blog, we talked about getting past head trash that blocks you from generating more referrals and
When seeking referrals, go to those people who know and care about you. They’re more likely to lend you a willing ear and refer you to others. Individuals you’re not well acquainted with will likely not devote the time and attention, nor will they be comfortable referring to others they know.quantifying what successful and not-so-successful referrals could mean to you. Now, it’s time to offer a proven method to help you cull referrals that work. Here’s how:
- Ask for a referral in person. Neither a phone call nor an email will cut it here. Your referral request should take place in the context of a face-to-face conversation. This makes it personal as no phone call or email can.
- Be ultra-specific about the kinds of people you want to be referred to. Vagueness is not your friend when asking for referrals. People you ask for referrals should not have to think too much about whom they refer you to. The more specific the profile of people you’d like to meet the better. In the profile, be sure to describe the behaviors of the people you want to meet, tell about their businesses and the industries they serve.
- Reciprocity is critical. Make sure to offer a quid pro quo to the person you ask for referrals. Your request should offer to do the same for this person. Match a favor with a favor. Otherwise, your request will appear selfish and one sided.
- Communicate the results of your meeting with your referral source. Share the news. Keep your referral source in the loop, however your meeting turns out. In this way, you keep faith with your referral source who’ll want to know the success or lack thereof of your meeting.
- Write out and practice a script to use when you ask for a referral. Asking for a referral is serious business. The more precise your spoken request is, the more understandable the request will be to your referral source.
- Think of your meeting with a referral source as a sales call. You’re attempting to involve your referral source into the referral process. Above all, establish an upfront contract at the start of your conversation. Don’t hesitate to go for no and embed in your discussion what “no” and “yes” mean to you.
And don’t forget this: After a referral source provides an introduction to you and you call on the person he or she has referred to you, send a note of appreciation.
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